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July 18, 2011 at 08:00 PM
It’s been suggested that you have less than 30 seconds to capture a prospect‘s attention. Although many sales people would agree that you have a short window of time to achieve this goal, many fail to create and use an effective hook.
Unfortunately, many sales conversations start with the seller telling the prospect far too much about their product, service or solution. This is NOT how you hook a prospect’s attention.
A more effective approach is to identify a potential problem the prospect may be facing (and one that you solve) and allude to a solution by sharing a success story. Such as:
“Mrs. Jones, many businesses struggle to measure the results of their media spend. One of our clients increased their targeted traffic by 24 percent after changing their strategy and implementing a new campaign. Does it make sense to have a brief conversation about the effectiveness of your existing approach?”
